Analyst Profile
Hank Barnes
Hank Barnes
Research Director
Morrisville, NC USA
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Years of Experience
1 year at Gartner
28 years IT industry
Areas of Coverage
Cross Industries

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Roles and Responsibilities
Hank Barnes (Twitter: @Barnes_Hank, blog: is a Research Director on the Tech Go-to-Market team in the Technology and Service Provider research organization. He provides research and advisory services on go-to-market strategies for technology providers, particularly in Gartner's SMB sector of startup and emerging companies. He focuses on issues related to product marketing, positioning and customer experience. Mr. Barnes has more than 25 years of high-technology sales and marketing experience in both field and corporate roles. He led the entire marketing function for a number of technology startups, including Eprise and Ultimus. He also held product marketing and management leadership positions at SAP, IBM and Adobe, driving thought leadership, analyst strategy and positioning activities. Mr. Barnes is a long-time proponent of customer-centric marketing and the use of customer experience as a key differentiator for business success.
Previous Experience
Before joining Gartner, Mr. Barnes performed a wide range of product marketing activities (including positioning, messaging, analyst relations, public relations and sales enablement) supporting go-to-market programs for existing and new products.
Professional Background
SAP, Senior Marketing Consultant, 1 year
Adobe, Principal, Product Marketing - Customer Experience Management, 2 years
Eprise, Vice President of Marketing and Strategy, 6 years
Industry Awards/Accolades
2001 - Named to Boston Business Journal's 40 Under 40 list
B.S., Computer Science, cum laude, Tulane University

LATEST RESEARCH 0 More by this author

Publish Date


Tech Go-to-Market: Positioning Revisited 25-Aug-2014 Hank Barnes
Tech Go-to-Market: Using Gartner's Market Clock for Precision Sales and Marketing Strategies 04-Aug-2014 Hank Barnes, Tiffani Bova, Monica Basso
Tech Go-to-Market: Using Gartner Hype Cycles to Refine Technology Marketing Strategies and Tactics 04-Aug-2014 Hank Barnes, Betsy Burton
Tech Go-to-Market: Accelerate Innovative Product Adoption by Understanding the Three Phases of Market Disruption 04-Aug-2014 Hank Barnes, John-David Lovelock
Tech Go-to-Market: Create Activity Paths Through the Tech Buying Cycle for More-Effective Selling 04-Apr-2014 Hank Barnes